Partner Account Lead

About us At Xelix, we work with some of the world’s largest companies to automate and strengthen their financial controls. Our AI solutions redefine how Accounts Payable teams operate – moving from manual processes to automated, intelligent workflows. Xelix is a fast-paced scale-up – things move fast and expectations are high. We raised our Series B with Insight Partners in June 2025 and are expanding aggressively. We have a team 150 talented people pulling together to achieve our goals. Everyone is trusted to take ownership, move fast and have a meaningful impact. We prioritise personal and professional growth, keep things fun, and love to celebrate a milestone together. In this role you’ll grow, be challenged and help shape the future of Xelix. If you’re excited about building something special with us, we’d love to hear from you. About the role Xelix's BPO partnerships account for a significant and growing share of our customer base, with over 40 enterprise clients managed through partners like Genpact. These are complex, high-value relationships where the partner runs AP operations on behalf of the client, Xelix provides the platform, and the client pays for it. There's substantial white space across this portfolio, with many accounts on a single module where two or three are relevant. We're hiring a Partner Account Lead to own this book of business end-to-end: renewals, expansion, and customer health across all BPO partner accounts. You'll build this function from scratch, managing one person from the start with the expectation of growing a team as the portfolio scales. This is a dual stakeholder role. You'll spend significant time with partner teams who use the platform day-to-day, while also building relationships with the end clients who pay for it. When those two stakeholders have different priorities, you'll need the judgement and relationships to navigate that and drive the right outcome. What you'll be doing Own renewal, retention, and expansion targets across 40+ enterprise accounts managed through BPO partners Identify and execute cross-sell and upsell opportunities across the portfolio, with significant white space available across Xelix's module set Lead commercial negotiations on renewals and expansions, with support from the Partnerships team Build and maintain strong relationships with both partner teams (the platform users) and end clients (the platform buyers) Navigate the dynamics of MSP-style relationships where partner and client priorities don't always align Develop account plans that segment the portfolio by expansion potential and risk, and prioritise accordingly Monitor account health, identify churn risk early, and act on it Build the operational processes, playbooks, and reporting for this function from the ground up Manage and develop one direct report, with the expectation of growing the team over time Work cross-functionally with Partnerships, Sales, Product, and Services to ensure partner accounts get the same quality of engagement as direct accounts Report on portfolio performance, providing visibility on NRR, renewal rates, expansion pipeline, and account health to leadership What you’ll bring You've spent meaningful time in account management within B2B SaaS and you understand how enterprise renewals and expansions actually get done. You're comfortable owning a commercial number, having pricing conversations, and building a function where one doesn't exist yet. Experience managing accounts through BPO or outsourced delivery partners would be a significant advantage. 6-10 years in account management or customer success within B2B SaaS or enterprise technology Proven track record of hitting renewal and expansion targets on a commercial book of business Experience managing complex, multi-stakeholder accounts where the buyer and the day-to-day user are different organisations Exposure to partner-managed or BPO-managed customer relationships is a strong plus Comfortable with commercial negotiations: renewals, pricing discussions, upsell conversations Experience with or strong knowledge of MEDDIC / MEDDPICC methodology Able to segment and prioritise a large portfolio rather than treating every account the same Strong relationship builder who can operate across partner organisations and client organisations simultaneously Experience building processes, playbooks, or operational frameworks in a function that didn't previously exist Experience managing at least one individual Analytical and organised, comfortable using data and CRM tools to manage a portfolio (HubSpot experience is a plus) Based in London, with flexibility to travel as needed What we offer in return 💰 Competitive base salary of £65,000 - £85,000 depending on experience plus OTE 🏝️ 27 days of annual leave (including 3 days Christmas closing) which increases up to 3 days based on tenure, with the option to roll over, buy or sell up to 3 days 🏡 Hybrid working with two days a week from our dog-friendly Hoxton office 💪 On-site gym and cycle to work scheme 🛍️ Employee discount at over 100 retailers 🏥 Comprehensive private medical & dental cover with Vitality 🍼 Enhanced parental leave pay 📚 Learning & development culture – £1,000 personal annual budget 🌍 We’re carbon-neutral and are working towards ambitious carbon reduction goals 🎯 Lots of team socials & activities ☀️ Annual team retreat Want to learn more? About us Xelix blog Xelix news Xelix glassdoor We believe that people from diverse backgrounds, with different identities and experiences make our company and product better. No matter your background, we'd love to hear from you! And if you have a disability, please let us know if there's any way we can make the interview process better for you - we're happy to accommodate! If you're a recruiting agency - we have an existing list of agencies we work with and we are not currently planning on expanding the list. Neither the Talent team nor hiring managers or the Support team will respond to cold outreach. This is a full-time position, with standard working hours from 9:00 AM to 6:00 PM, Monday through Friday. Interview Process While the exact process may vary slightly depending on the role, our typical interview stages are: Introductory Call – A short Teams conversation with a Talent Partner to discuss your background and the opportunity. Hiring Manager Interview – A 30–45 minute Teams meeting to explore your experience and fit for the team. Technical Task or Presentation – A role-relevant exercise to demonstrate your skills and approach. Final On-site Interview – An in-person meeting with our senior leadership team and co-founders at our office. We strive to make the process clear, efficient, and respectful of your time.